Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. These cover general business acumen as well as sales and negotiation skills and competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

FEBRUARY 22, 2024

He had a profound influence on Western philosophy. Socratic questioning is also useful in influence and persuasion – when it has the goal of prompting people to think their views, considering alternatives and changing their minds. Socratic questioning is a way to drive logical argument. So what is Socratic questioning?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

DECEMBER 14, 2022

This post was prepared for the delegates as a reminder of the key themes and an additional learning resource. We started the day with delegates reflecting on their favourite quotes and sayings – as a way to uncover their underlying key values which will form the basis of their personal brand (These are shown in the image above).

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Sales 128

Sales Publishing Leadership B2B 128

Red Star Kim

FEBRUARY 14, 2023

Some key insights from the session: Coaching and Consulting skills – Limiting beliefs, different approaches to helping and marketing consultancy. To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. It’s rare to have a sales team in professional services as they do in other sectors.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Strategic Communications

NOVEMBER 3, 2022

Whether you’re writing a brochure, copy for a newspaper ad, a script for a radio announcement, or a page or blog for your web site, there are some tried and true techniques that can help you make sure that your copy gets the results you’re looking for. Think about writing copy as making a sales pitch to a customer.

Advertising 95

Advertising Decision-making Communication Digitalization 95

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? You remain at the mercy of the limited sphere of influence.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Upland

AUGUST 30, 2023

The marketing funnel is also known as the sales funnel. There are several strategies businesses can adopt for this: Content Marketing : Produce informative blog posts, infographics, and videos that provide value and address common pain points within your industry. This is where prospects are on the cusp of becoming customers.

Decision-making 195

Decision-making Software Software Retail 195

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

SEPTEMBER 5, 2023

I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Brooks Group

SEPTEMBER 7, 2023

The success of any substantive change to your sales approach relies on company-wide buy-in. This is the type of change that can potentially lengthen the sales cycle and confuse your consultative sales professionals. Will you reorganize or rebalance your consultative sales professionals’ time? This was a red flag for me.

Account Management 52

Account Management Management Account Planning Sales 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Brooks Group

MARCH 27, 2023

The dreaded sales slump. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed.

Sales Training 52

Sales Training Sales Brainstorming Prioritization 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

CMOE

FEBRUARY 24, 2023

Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals. a) plan a) plan runs an insightful blog focused on business coaching for organizations and individuals. They also host events that business leaders can register for.

Small Business 52

Small Business Leadership Profitability Publishing 52

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. In this blog post, we’ll delve into the significance of personalization within ABS. A personalized approach can also expedite the sales cycle by addressing objections and concerns proactively.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Arpedio

MARCH 13, 2024

It encompasses various elements, including market research, product positioning, sales channels, marketing tactics, and distribution methods. It’s about creating a roadmap that guides every aspect of bringing a product to market, from development to sales and beyond.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Apptivo

MAY 31, 2023

What is a sales funnel? Why is a sales funnel important? Sales funnel stages: understanding the customer journey 4. How to build an effective sales funnel for more sales? Optimizing and managing your sales funnel 6. Prepare for an energizing journey that will boost business’s sales efforts.

Sales 52

Sales Decision-making Advertising Media 52

ACT

JANUARY 30, 2024

The key is to get creative about finding new clients with limited marketing resources. Also, collaborate with influencers and key opinion leaders in your industry to maximise credibility and reach. Consider publishing guest blogs , case studies , and op-eds in authoritative publications.

Small Business 52

Small Business Publishing Leadership Decision-making 52

Hubspot Sales

APRIL 25, 2019

Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams. Sales Manager Resume Tips. I spoke with Pratik 'Tiki' Biswal , a senior sales manager at HubSpot, and he provided some resume writing tips. Sales Manager Resume Objective. Influenced. Not to fear!

Sales Management 107

Sales Management Management Brainstorming Sales 107

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. How to Identify Key Stakeholders in an Account 5. Table of Contents 1.

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Red Star Kim

JUNE 24, 2022

And this book explains emotional intelligence and includes a self-assessment of your EQ in four key areas. . Understand their motivations. But on this occasion I drew on my training as a counsellor/therapist for a different perspective to ask – is there a general law of interpersonal relationships? Let me explain. . Congruence.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in! People love to play games.

Sales 52

Sales Software Software CRM 52

Strategic Communications

MAY 9, 2022

Whether you’re writing a brochure, copy for a newspaper ad, a script for a radio announcement, or a page or blog for your website, there are some tried and true techniques that can help you make sure that your copy gets the results you’re looking for. Think about writing copy as making a sales pitch to a customer.

Advertising 52

Advertising Communication Decision-making Digitalization 52

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Red Star Kim

NOVEMBER 8, 2022

From my perspective, first and foremost of the new soft skills – with the reduction in non-verbal cues and the reduced influence of big personality and high status in the digital world – was the ability to create a powerful online presence. New soft skills for remote working. Relearning to socialise became the big new thing.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Red Star Kim

DECEMBER 5, 2023

The firm’s culture, business development processes, adoption by fee-earners and support staff and the quality of the data are key success factors. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Others asked about platforms for event invitations.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Brooks Group

JULY 11, 2023

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution. Use this guide to understand open-ended questions and the best ways your salespeople can use them on sales calls.

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130